Senior Account Director

SP Situation Publishing; San Francisco; Hybrid; PHP 7,524,000 - 11,285,000; Full time

Benefits offered by this job

Hybrid work schedule

Uncapped commissions

Health package: Medical & Dental

401(k)

Job summary

Situation Publishing, a technology-focused publisher, seeks a commercially ambitious Senior Account Director for the North American team. The role emphasizes strategic client relationships, opening new business, and turning complex marketing challenges into integrated programmes across audience intelligence, content, and demand generation.

You will manage major tech vendors, direct clients and agencies, selling across brand advertising, custom content, research, webcasts and AI-powered products.

Qualifications

• Proven track record of delivering revenue in senior B2B sales
• Experience selling complex, consultative solutions, not just media inventory
• Strong understanding of enterprise technology marketing and vendor/agency dynamics
• Ability to build credibility with senior client stakeholders
• Excellent negotiation, presentation and writing skills
• Ability to structure proposals balancing client outcomes and profitability
• Interest in enterprise technology, AI, data, and audience intelligence

Responsibilities

• Build and grow strategic relationships with major technology vendors, direct clients and media agencies.
• Develop net-new business while expanding revenue within an existing portfolio.
• Translate client marketing and pipeline goals into integrated programmes across audience, intelligence, content, demand, brand and executive engagement.
• Sell consultatively at senior level, moving beyond individual media products toward multi-product partnerships.
• Introduce clients to emerging Situation Publishing capabilities, including The Register Intelligence and AI-powered products.
• Develop understanding of enterprise technology markets to create relevant commercial ideas for clients.
• Present confidently to senior stakeholders and large groups.
• Own the complete commercial process from prospecting to renewal and growth.
• Maintain an accurate pipeline and forecast with clear revenue ownership.
• Collaborate with editorial, product, marketing, insights and campaign teams to solve client problems.

Skills

Senior B2B sales

Consultative selling

Enterprise tech marketing

Senior stakeholder engagement

Verbal & written communication

Negotiation

Strategic thinking

AI/data/audience intelligence interest

Experience in B2B media

Job description

ABOUT SITUATION PUBLISHING

Situation Publishing helps technology companies understand, reach and influence the people making the world's most important enterprise technology decisions.

Built around The Register and its global audience of technology professionals, we combine independent technology publishing, first-party audience intelligence, AI-powered content discovery and high-impact commercial programmes.

Our commercial offering spans brand, demand generation, content, research, digital experiences and executive engagement. Increasingly, these programmes are powered by the behavioural signals, audience insight and intelligence generated by our platforms.

We are evolving from a traditional technology media business into a technology audience and intelligence company, while retaining the editorial credibility, specialist expertise and scale that have made The Register one of the world's most influential enterprise technology publications.

We are entrepreneurial, ambitious and performance-led. Strong performers are given the opportunity to take ownership, develop quickly and help shape the next stage of the business.

THE ROLE

We are looking for a commercially ambitious Senior Account Director to join our North American team. This is a senior individual contributor role for someone who can build strategic client relationships, open new business and turn complex technology marketing challenges into meaningful commercial programmes.

You will work with a combination of major technology vendors, direct clients and media agencies, growing existing relationships while developing net-new accounts. The role requires much more than selling individual media products: we want someone who can understand a client's business, marketing and pipeline objectives and bring together the right combination of Situation Publishing capabilities to solve them.

You will sell across our portfolio, including brand advertising, demand generation, custom content, research, webcasts, executive events and emerging audience intelligence and AI-powered products such as The Register Intelligence.

Your primary territory will cover North America, with the opportunity to work with colleagues globally to develop international programmes and revenue.

CORE RESPONSIBILITIES

• Build and grow strategic relationships with major technology vendors, direct clients and media agencies.
• Develop net-new business while expanding revenue within an existing portfolio of accounts.
• Understand clients' marketing, pipeline and go-to-market challenges and translate them into integrated programmes across audience, intelligence, content, demand, brand and executive engagement.
• Sell consultatively at senior level, moving conversations beyond individual media products toward larger, multi-product and longer-term partnerships.
• Introduce clients to emerging Situation Publishing capabilities, including The Register Intelligence, first-party audience signals and new AI-powered commercial products.
• Develop a strong understanding of enterprise technology markets and use that knowledge to create relevant commercial ideas for clients.
• Present confidently to senior stakeholders and larger client or agency groups.
• Own the complete commercial process: prospecting, discovery, proposal development, forecasting, negotiation, closing, delivery oversight, renewal and growth.
• Maintain an accurate pipeline and forecast, with clear ownership of revenue performance against target.
• Work collaboratively with editorial, product, marketing, insights and campaign teams to create programmes that genuinely answer client problems.

SKILLS & EXPERIENCE

• A proven track record of delivering revenue in a senior B2B sales role.
• Experience selling complex, consultative solutions rather than relying solely on transactional media inventory.
• Strong understanding of enterprise technology marketing and the challenges facing technology vendors, agencies and marketing leaders.
• The ability to build credibility and relationships with senior client stakeholders.
• Excellent verbal, written, presentation and negotiation skills.
• Strong commercial judgement and the ability to structure proposals that balance client outcomes with profitable growth.
• The ability to think strategically about technology marketing, audience behaviour and client growth - and translate that thinking into commercial opportunities.
• Curiosity and a genuine interest in enterprise technology, AI, data, audience intelligence and how B2B technology buying is changing.
• Experience in B2B media is valuable, but we are equally interested in strong candidates from intent/data, ABM, content syndication, research, martech or other complex technology-marketing businesses.

WHAT SUCCESS LOOKS LIKE

• You grow strategic accounts rather than simply renew existing activity.
• You create net-new client relationships and convert them into meaningful revenue.
• You are comfortable selling the established Situation Publishing portfolio while helping clients understand and adopt newer intelligence and AI-powered propositions.
• You build larger, more integrated and longer-term partnerships by understanding what clients are actually trying to achieve.
• You become a trusted commercial partner to your clients and a strong collaborator internally.

WHAT WE OFFER

A talented, collaborative and ambitious environment with significant scope to learn, develop and influence the business.

The opportunity to sell established, globally recognised media brands alongside a growing portfolio of audience intelligence and AI-powered products.

• Hybrid work schedule.
• Uncapped commission structure.
• Health package: Medical & Dental.
• 401(k).